All about me

"All I can do is be me, whoever that is."

~Bob Dylan

Goodness gracious, another birthday behind me.  Good times, glad tidings and all that crap.  Seriously, though .... why do we make such a major event of birthday's to begin with?  

Starting with our first birthday ... who is it really for?  Not the child who is given birthday cake without mom or dad feeding it to them with a spoon.  What else would you expect other than the child scooping it up with their hands to help themselves.  That's the beauty of being so young, if you want it, you simply help yourself.   Our memory probably serves to remind us that we were always taught and used our manners:

Those first birthday photos really are taken by and for the parents, not the child.  Who wants to be humiliated in their teens, 40th birthday or wedding day when they appear in a slideshow back drop for a big event!

I'm lucky.  I was the third of four children.  I would imagine my parents were just thankful assemble us all to celebrate!  Yeppers, that was the 60s.  Now it's about who can take the the best photo and load first on Facebook.



I do have to admit that I did get a resounding 27 messages from Linked In sending birthday wishes my way -- I like how Linked In provides its users with innovative ways to keep in touch, like birthday wishes, new jobs, new photos.  Responsible me, I personally wrote and thanked every single person who did.  Even the ones that just used the feature, it was the thought that count.  (Hint:  at least drop the last name before you send so it doesn't look so impersonal).  It was in responding I asked others why bother celebrating birthdays once you pass a "certain" age?  I decided then and there, it should be all about celebrating life!


I admit I was born in the 1960s because it was a cool time to be born.   It was time when humanity was breaking out of conformity, taking a stand on just about anything and many traditions seemed old.   Maybe that is why I adored Mad Men.   Not only is there a fixation and fascination with the 60s culture, those of us born in the era were given a gift of insight on the times and what was going on in the background.  Most likely,  I was starting to think of myself as an individual and not an extension of my parents, siblings, or teachers.  

"Ambition is a dream with a V8 engine."

~Elvis Presley

My parents were born in the 1930s, post depression. They may have been guided by needs that were more often a struggle to be met.  Then came along the 60s, when it turned around to being about wants. Many believed that the 60s was the dawn of a golden era: the future promised peace, comfort and prosperity.  Couples had larger families, drove larger cars and just about anything bigger was acceptable back then.  

The 1960s has often been defined as the "Me" generation.  I suppose it stemmed from our parents wanting to have and give us everything.  We were expected to have manners, treat elders with respect and do well in school so we went to university or college without questioning how it would be done.   We really didn't seem to have to worry about cancer, gun violence, abortion, foreclosure, unemployment and becoming pregnant before marriage was scandalized.  Even our politicians seemed to be honest --  on January 20, 1961, the handsome and charismatic John F. Kennedy became president of the United States.

"Don't compromise yourself.  You are all you've got."

 ~Janis Joplin

Women started leaving the home in droves to work and earn their own pay cheque.  Our moms wanted her children of the 60s to embrace and go beyond the opportunities they could never dream of.  Not really a wonder so many of us turned out to be perfectionists driven to succeed at all costs - our health, marriages, family relationships.  

Janis Joplin's 1965 Porsche 356 Cabriolet

Historians have said described the 60s as being the ten years having the most significant changes in history. By the end of the 60s humanity had entered the spaceage by putting a man on the moon. The 60s were influenced by the youth of the post-war baby boom - a generation with a fondness for change and "far-out gadgets".  

Let's take a stroll and  highlight inventions of the decade:

• Valium (1961)
• Nondairy creamer (1961)
• Audio cassette (1962)
• Fiber-tip pen (1962)
• The first computer video game Spacewar (1962)
• Dow Corp invents silicone breast implants (1962)
• The video disk (1963)
• Acrylic paint (1964)
• Permanent-press fabric (1964)
• BASIC (an early computer language)  by John George Kemeny and Tom Kurtz (1964)
• Astroturf (1965)
• Soft contact lenses (1965)
• NutraSweet (1965)
• The compact disk by James Russell (1965)
• Kevlar  by Stephanie Louise Kwolek (1965)
• Electronic Fuel injection for cars (1966)
• The first handheld calculator (1967)
• The computer mouse  by Douglas Engelbart (1968)
• The first computer with integrated circuits made (1968)
•  RAM (random access memory) by Robert Dennard (1968)
• The arpanet (first internet) (1969)
• The artificial heart (1969)
• The ATM Automated Teller Machine (1969)
• The bar-code scanner (1969)

There were several other major gains made in the 1960s that impact us today.  1960-64 transcended the Civil Rights movement.   Feminism and women liberation became significant.  

"Faith is taking the first step even when you can't see the whole staircase."

~Martin Luther King Jr.

Musically, the 60s had some of the most influential artists and music of all time.  Think back and reflect on some of our greatest discoveries:

• Aretha Franklin "Respect" (1971)
• Beach Boys "I Get Around" (1964)
• Beatles "I Want to Hold Your Hand" (1964)
• Ben E. King "Stand by Me" (1961)
• Bob Dylan "Like a Rolling Stone" (1965)
• Chubby Checker "The Twist" (1960)
• Creedence Clearwater Revival "Bad Moon Rising" (1969)
• Diana Ross and The Supremes "Where Did Our Love Go" (1964)
• Doors "Light My Fire" (1967)
• Elvis Presley "Are You Lonesome Tonight?" (1960)
• Janis Joplin "Piece of my Heart" (1967)
• Jimi Hendrix "All Along the Watchtower" (1968)
• Led Zepplin "Communications Breakdown" (1969)
• Marvin Gaye "I Heard it Through the Grapevine" (1968)
• Ray Charles "Georgia on my Mind" (1960)
• Rolling Stones "(I Can't Get No) Satisfaction" (1965)
• Roy Orbison "Crying" (1961)
• Sam Cooke "(What A) Wonderful World" (1960)
• Simon and Garfunkel "Bridge Over Troubled Water" (1969)
• Stevie Wonder "Fingertips Pt. 2" (1963)
• Tina Turner "River Deep, Mountain High" (1966)
• The Who "I Can See For Miles" (1967)

Thank you for allowing me the opportunity to reflect, research and write this post that is personal.  I have to congratulate myself -- I was able to steer clear of any whining about getting older.  I am thankful that I came from the golden generation of the 60s decade.  

Did I forget a fond 1960s memory or one of your favorite artists?   We can fix that:  go ahead and comment, have your say!

Keep calm and color on

This blog was originally written about Business, Sales, Leadership, Social Media  optioneerJM since May 2010.  As I was critiquing myself, I recognized that I strayed from its main purposes with reflections on matters that are unbusiness-related. 

 I have since branched out to Meanderings because there are many issues I want to write about that don't fall under business.  I hope you will visit, follow, share and help me there.  It is your support that inspires me to write.  If you have an idea or question you would like me to write about on optioneerJM or Meanderings, drop me a line and let me know optioneerJM@gmail.com.

Call, calling and calling again

"You just can't beat the person who never gives up."                                                                                                                                                                                                                                   ~Babe Ruth

Many sales professionals probably wonder if they're being annoying or why they're not getting a call returned. They go so far as dreaming up tricks and innovative attention getting antics that fall flat.  So how much is too much?

I don't think there is a clear cut answer, yet I know statistically, 85% of all sales reps give up after the first call ... yet most opportunity happens after the 5th call!

I've often had to internalize my approach and ask myself what I am doing and if I were sitting on the other side of your voicemail, email or written letter, what would prompt me to respond.  I know that if it isn't working, I need change it up and try some new approaches:

1. Understand the value you and your organization will bring -- how you can you solve problems, eliminate headaches, increase revenue, improve profits?
2. Provide proof:  A tempting nugget on how you do what you claim?  Who else have you done it for?
3. Be explicit about why you are calling or why they should call you back 
4. The higher you call, the more compelling their reason to call you back should be
5. Script Option: I appreciate how busy you are ... I will call back at such a such time (the earlier the morning the better) 
6. Script Option: If I am calling you and you are not the appropriate person I should be speaking to, I would appreciate if (i.e. your assistant) or you get back to me with the appropriate person's name (I've done this, and then it looks like you've been referred top-down)
7. ALWAYS have a reason for your call and a reason WHY they should talk to you
8. Research: The best time to call a prospect is between 8:30-10:30 a.m. yet most people believe it is just after lunch (which is the worst time)
9. Research: The best day of the week to call someone is a Thursday
10. If I were to leave you a message saying I'm calling about life insurance (no, I don't sell that .... but who doesn't get a lot of those calls?) ... you'd automaticly delete me ............. but if I were to call you to say I have important ideas on succession planning that have proven successful with other executives like you (specific name dropping is always better) ... would you take that call instead?

If you examine your "pitch" you have to be honest with yourself.  Are you saying the exact same thing as anyone else creating noise in your prospect's mind:  I'm better, provide quality, solve the ultimate problems, save money, have deals, better act now, etc. etc. etc.

You have to develop strong relationships with key decision makers.  If you do, they will want to help you succeed because you've helped them in some way. Go ahead and ask them how many calls they get and which ones they answer and why?

Many times you will discover that they get a ton of calls/e-mails a day so they all start to sound the same. Yet disciplined decision makers also realize that they can gain the best information from their trusted circle or go to people who will help them solve a problem. They hardly want to pass up an opportunity to learn ways to save money, save time, ease pressure, solve problems. If you can "hit" that note in your voicemail or message, you may be more likely to connect.

Here are some ideas to give you incentive to keep plugging: 

1. Remember, they're busy. Yes, many are intentionally ignoring you. Many more are simply too busy to answer every call/e-mail they get.
2. Remember the executive assistant.  They often are an extension and typically know what hot buttons their boss may react to.  They DO have the power to slam the door, open it up, inform you who may be better suited to address your offer, and schedule appointments.
3. Keep in mind, that many decision makers become cynical after dealing with sales people who over promise and under deliver
4. Try sending a introductory letter so that you can carefully lay out what it is you are offering, how you've helped others, and when you will call to set up an appointment to share your ideas in depth.  Who gets real mail these days that aren't glossy and scream junk mail anymore?
5. Be persistent but classy:  they're counting on you to give up after the first or second call

Go beyond standard information gathering and persevere by asking more meaty questions:

1. Can this person I converse with sign a cheque or contract?
2. If not, then who is the decision maker for your services?
3. Who can influence the decision maker on your behalf?
4. Who are the end users?
5. Are their any holes that you can fill that can give you a toe in the door?
6. What outside factors influence that decision -- a current contract, established partner, relative who is a vendor or service provider?
7. What is greasing the wheels of commerce -- sports or concert tickets? Wining and dining?  Promotional products?
8. Do they have a purchasing policy or process that you must follow?
9. Are their specific channels that you should go through?

Most professionals who enter the field of sales tend to be more uncomfortable calling on an executive than they are an administrative person.  Many try to snow their managers and executives that have a conversation with just about anyone is a contact.  The truly successful sales professionals know most of this information and more:

1. Who their customers are -- what challenges are they facing to serve their own customers?
2. What is impacting their industry -- government regulations, ongoing changes, outside influences?
3. The history of their purchasing decisions:  who, why and what criteria did they use to establish a relationship with a vendor?
4. What knowledge do they need at the table:  being technical is not always the key, asking great questions often leads to better opportunities.

If you are faced with driving revenue into your organization, it means that you are in the sales game.  Take pride in understanding what drives customers to your doorstep and what you can do to ensure they stay.  Everyone has a part and a place -- it starts with recognizing that it takes a lot less time and resources to keep a customer happy than it does to find a new one.

"Don't be afraid to give up the good to go for the great."                                                                          ~ John D. Rockefeller